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Article in Sales & Sales Management

  • By: Michele Warg
  • On: 7/28/2015 10:00 AM
  • In: Sales & Sales Management
Cold leads present a risk for any sales professional, but they are an essential part of an overall strategy. If your sales have stalled due to seasonal slowdowns or a lack of ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 7/21/2015 10:00 AM
  • In: Sales & Sales Management
Generation Y often has a reputation for being self-entitled, but millennial workers have a number of key traits and tendencies that provide a large return on investment for hiring ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 7/14/2015 10:00 AM
  • In: Sales & Sales Management
The sales process begins when someone discovers a company's brand, and continues through sales negotiations, which dictate terms, closing the sale. This is followed up with ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 7/7/2015 10:00 AM
  • In: Sales & Sales Management
Customer service is a crucial factor in retaining clients and building the reputation of a business. Sales techniques are equally important. Focus on how to attract potential ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 6/30/2015 10:00 AM
  • In: Sales & Sales Management
A career in sales can be challenging, especially when dealing with difficult clients. Your sales attitude, though, can make or break your revenue stream and the company's profits. ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 6/23/2015 10:00 AM
  • In: Sales & Sales Management
Professionals who model their companies to offer client-centered sales and customer service environments build a reputation for success and loyalty from their customer base. ...
Article in Sales & Sales Management

  • By: Joe Weinlick
  • On: 6/16/2015 10:00 AM
  • In: Sales & Sales Management
Most professionals and sales representatives are under the impression that sales decisions must be made purely on logic. When reasoning, they mistakenly think emotions shouldn't ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 6/9/2015 10:00 AM
  • In: Sales & Sales Management
Maintaining an active business blog may not seem like a big deal to many salespeople. Some professionals likely feel as though they don't write well enough, while others might ...
Article in Sales & Sales Management

The traditional sales model entails a salesperson calling or talking to a customer to tout the benefits of buying a particular product or service. Today, that paradigm has shifted ...
Article in Sales & Sales Management

In a world of rapid, high-tech communication, verbosity is largely verboten. Many of the most popular mediums of contemporary communication enforce character limits, making ...
Article in Sales & Sales Management

Making sales calls is a routine part of businesses for companies aiming to sell products and services. The difference between a successful call and an unsuccessful call depends on ...
Article in Sales & Sales Management

Tracking and managing sales performance is all about finding and improving the right key performance indicators. Here are four of the main ones for the modern marketplace.1. Lead ...
Article in Sales & Sales Management

In the world of sales, it's important to always make it clear to the client that you're there to take care of their needs. Your future as a successful salesman and your company's ...
Article in Sales & Sales Management

Humans are emotional creatures. Whether it is fear, the need for social acceptance or some other feeling, sales and emotions are intimately entwined. A successful salesperson ...
Article in Sales & Sales Management

If you just started working as a sales manager, you now have more responsibilities than ever. In addition to working with customers, you are responsible for hiring and training ...
Article in Sales & Sales Management

It inevitably happens that sales professionals encounter customers who say they are working with someone else or satisfied with another company. Sales strategies need to be in ...
Article in Sales & Sales Management

Every salesperson has been there; you get to the end of your sales pitch, confident that you’re about to land the deal, and the client says “I need some time to think ...
Article in Sales & Sales Management

To succeed in the sales industry, you must overcome a variety of sales objections. Common objections range from "I'm too busy" to "this product isn't in my ...
Article in Sales & Sales Management

Sales representatives are taught early on in their careers to practice scripts when calling potential customers over the phone. Cold calling, in particular, may make salespeople ...
Article in Sales & Sales Management

Becoming an entrepreneur is a wise choice for those willing to sacrifice the time, effort and resources necessary to launch a business. Fortunately, starting out in the sales ...
Article in Sales & Sales Management

Cold call anxiety may feel a lot like stage fright or speaking in front of a lot of people. How do you call a complete stranger, out of the blue, and start talking to that person ...
Article in Sales & Sales Management

Google Analytics is an easy-to-integrate tool that provides a wealth of information about your customer base. This free service gives you plenty of data for learning more about ...
Article in Sales & Sales Management

A bad sales presentation can do much more than just leave you feeling embarrassed and defeated. There are several other side effects of a bad sales presentation that affect the ...
Article in Sales & Sales Management

A bad manager can cause significant issues within the sales workforce. Spotting a sales manager who may be sabotaging his own team is essential to improving performance. Consider ...
Article in Sales & Sales Management

In the past, a salesperson couldn't succeed without giving face-to-face presentations and staying in touch with customers. There are many benefits to personal contact with ...
Article in Sales & Sales Management

Companies must get written permission from clients before sending text messages to their phones. This permission is often part of an acceptance of terms of service or is gained by ...
Article in Sales & Sales Management

Working in sales requires stellar showmanship and an enchanting influence over the customer’s decision-making process. Unfortunately, a bad sales presentation can kill the ...
Article in Sales & Sales Management

Referral business customers represent one of the fastest ways to grow your new business from the ground up. Business leads grow when customer referrals go from one person to ...
Article in Sales & Sales Management

A customer may say no for a variety of reasons, but your goal is to try to turn the tides and make a sale. Fortunately, if you can determine what is behind the no response, then ...
Article in Sales & Sales Management

When email becomes part of your sales pitch towards a prospective customer, it may take some effort to ensure that the person on the other end of the line will actually look at ...
Article in Sales & Sales Management

Every salesperson wants tips, tricks and gimmicks to get ahead in the game, earn the big sale and out-do the competition. One way to accomplish these goals starts with looking at ...
Article in Sales & Sales Management

Small businesses have more tools than ever to increase sales and profitability, from social media feeds to personalized customer service. In 2015, entrepreneurs face many ...
Article in Sales & Sales Management

Even the most dynamite sales team may not have the best salespeople working for it. Sometimes, managers or team members may realize that a sales career just isn't for them. ...
Article in Sales & Sales Management

Instead of focusing on territories and doing whatever it takes to make sales, many salespeople spend a lot of their time doing paperwork or creating content. As a sales manager, ...
Article in Sales & Sales Management

Both in terms of actual sales and in order to develop your career, it's important to realize that technology cannot replace the sheer impact of personal contact. Although improved ...
Article in Sales & Sales Management

Your sales team needs all the assistance it can get in the high-pressure world of marketing. A sales app can take productivity to new levels with instant access to data, leads and ...
Article in Sales & Sales Management

Everyone has different objections to a sales pitch. If you meet potential clients or customers armed with the proper informational tools to overcome those objections, your job ...
Article in Sales & Sales Management

Every sales agent faces customers who are not interested in buying anything, even if you are offering a superb product or service. Engage in these techniques to increase your ...
Article in Sales & Sales Management

There is no concrete rule governing the appropriate number of contact attempts for a salesperson to make to a potential client. You need to find the balance between driving a ...
Article in Sales & Sales Management

Studies show that more than 90 percent of sales emails are discarded without even being opened. Using a few strategies can help your sales emails catch the eyes of your targets ...
Article in Sales & Sales Management

Starting a career in sales can be a bit intimidating. Whether you are fresh out of college or changing career, wading through the wide variety of available positions and deciding ...
Article in Sales & Sales Management

Sales managers are more than just bosses that lead a team into battle. Sometimes a leader must turn into a sales coach who studies the team, places the proper people in the right ...
Article in Sales & Sales Management

As a sales professional, qualifying prospects should be one of your top priorities. Working with qualified prospects helps you earn bigger commissions and reduces the amount of ...
Article in Sales & Sales Management

The debate concerning nature and nurture in the world of sales may never reach a final resolution, but none can argue that certain salespeople possess personality traits that make ...
Article in Sales & Sales Management

As you advance in your sales career, you must become more adept at overcoming sales objections and helping customers understand the true value of your company's products. Price ...
Article in Sales & Sales Management

Like any business endeavor, sales prospecting is a dynamic, evolving process. When one part of the system stops working, it can bring new prospects to a halt. By evaluating your ...
Article in Sales & Sales Management

Without sales analytics, it would be almost impossible to forecast sales, effectively manage your sales pipeline or identify the buying habits of your best customers. Many ...
Article in Sales & Sales Management

Studies indicate that sales positions are among the hardest jobs for employers to fill. From failure to attract job candidates to the failure to retain them, many companies ...
Article in Sales & Sales Management

Most customers have no patience for a fragmented journey. In the world of social media and online reviews, giving anyone the run-around can have a devastating effect, as word of ...
Article in Sales & Sales Management

As a salesperson, you can't afford to make one sales call to a prospect and then move on to the next person. Instead, you must make multiple sales calls to the same people, ...
Article in Sales & Sales Management

Phone scripts can make sales representatives sound unbelievably robotic or incredibly professional. Two major schools of thought have emerged from telemarketing companies – ...
Article in Sales & Sales Management

Building a successful inside sales team can be done with a few strategic steps and a lot of optimism. As long as the company is willing to put forth the effort and remain excited ...
Article in Sales & Sales Management

Getting referrals from existing customers is the most cost-efficient way to grow your business. This simple form of advertising has been used throughout time and usually requires ...
Article in Sales & Sales Management

Now that it's 2015, many companies look to the new year to jump start revenue, profits and sales with renewed vigor. Getting the year off to an energetic start begins with your ...
Article in Sales & Sales Management

Fresh sales leads are a vital component to the success of any business. Leads often need to be cultivated over time, and it can be difficult to develop new relationships with ...
Article in Sales & Sales Management

For a business to survive, it needs effective salespeople. As a result, companies spend millions of dollars training their sales forces. Unfortunately, much of this money is ...
Article in Sales & Sales Management

No one wants to be a bottleneck boss, but well-meaning sales managers often find themselves in that position. Over-scheduling and a lack of the right priorities can keep sales ...
Article in Sales & Sales Management

Offering to reduce prices on your company's goods or services is one way to make a sale, but it is not the best way to build lasting relationships. Agreeing to a discount hurts ...
Article in Sales & Sales Management

In today’s highly competitive business environment, you know that you need to pursue leads aggressively in order to maintain or increase market share. You devote substantial ...
Article in Sales & Sales Management

An excellent sales manager can coach the sales team to success, and great sales coaching can transform the average salesperson into a well-rounded sales professional. Consider ...
Article in Sales & Sales Management

In the age of instant connections through social media, websites and mobile technology, customer relations are more important than ever when growing a business and keeping an ...
Article in Sales & Sales Management

The traditional, forceful sales pitch has lost support with modern consumers. Creating a modern sales pitch is essential to maintaining a thriving company in the digital age. ...
Article in Sales & Sales Management

Many sales agents wonder how they can improve their sales to meet the demands of company quotas. You can increase your sales by using some simple techniques to promote sales ...
Article in Sales & Sales Management

Good suppliers that are loyal to your business represent vital links that improve efficiency and increase profit margins. When one part of a supply chain breaks down, delays ...
Article in Sales & Sales Management

Salespeople know their presentation techniques can make or break their careers. They know they need to make a powerful first impression and convey their message well. But when ...
Article in Sales & Sales Management

Not only does the holiday season represent a time to generate plenty of income from sales, but it also allows companies to get a closer look at their standings among competitors ...
Article in Sales & Sales Management

Many salespeople believe that closing a sale is the most difficult part of the sales process, but it doesn't have to be. You can learn how to close a sale easier and attain a ...
Article in Sales & Sales Management

Offering a discount is one way to make a sale, but discounting can also reduce your organization's bottom line. By following these top tips, you can stop discounting and start ...
Article in Sales & Sales Management

Building teamwork in your company is an important part of customer service. The more connected your reps feel, the better the overall culture of your business. Company culture is ...
Article in Sales & Sales Management

Businesses must stay on top of customer buying trends to thrive and survive. Each new year brings a challenge to meet the needs of customers and clients in retail shopping sectors ...
Article in Sales & Sales Management

The art of sales planning can be a complex action for any business owner, but using a simple system can help. Take into consideration a number of factors to determine if sales ...
Article in Sales & Sales Management

Salespeople no longer rely on traditional ways of doing things to make a living. Door-to-door selling tactics are a lost art thanks to the 24/7 motif of online sales, targeted ...
Article in Sales & Sales Management

If you spend your career trying to convince others that they need your product or services, you have probably dealt with some of the common objections that arise. How you handle ...
Article in Sales & Sales Management

Office professionals must balance efficiency with effectiveness regularly, especially when it comes to communication. One recent issue, illuminated by an administrative ...
Article in Sales & Sales Management

The holiday season brings a unique set of challenges for every sales professional. Unfortunately, too many sales associates become burned out and unproductive. Consider how you ...
Article in Sales & Sales Management

A full day's work should be a rewarding experience. However, when your boss is not the type to offer a pat on the back for a job well done, it may seem challenging to find the job ...
Article in Sales & Sales Management

As consumers become more technically advanced and knowledgeable about products, the role of the sales professional becomes more complex. Contrary to popular belief, salespeople ...
Article in Sales & Sales Management

Black Friday 2014 set new shopping records, according to data released by IBM. The data, which includes more than 370 performance indicators, revealed that customers in 2014 were ...
Article in Sales & Sales Management

If you are not effectively managing your clients' accounts, then you run the risk of them stagnating. Without good account management, your clients will continue to purchase lines ...
Article in Sales & Sales Management

In the sales industry, there is no holier grail than the customer referral. Word-of-mouth has a greater impact on a business's financial success than social media and traditional ...
Article in Sales & Sales Management

For sales professionals, the follow-up call is a crucial part of the job. A successful call secures a commitment and provides a solid starting point for the sales process. If ...
Article in Sales & Sales Management

Internet marketing is a great way to introduce your products or services to a large audience. Unfortunately that introduction is not enough. Sales results require turning ...
Article in Sales & Sales Management

The sales industry is the most competitive industry on the face of the planet. A good sales team knows how to persevere in that competitive environment and routinely make ...
Article in Sales & Sales Management

Although every sales manager wants the best sales team with the highest output, not every sales star is the right fit for your operation. Some superstars might even disrupt or ...
Article in Sales & Sales Management

When Ebenezer Scrooge says, “Bah, humbug,’’ in the Charles Dickens story “A Christmas Carol,” he is expressing a negative attitude about Christmas, ...
Article in Sales & Sales Management

How you handle sales objections determines whether you close the deal or walk away empty-handed. Although some salespeople instinctively try to negate the clients’ concerns, ...
Article in Sales & Sales Management

Search engine giant Google is partnering with Auction.com to create Nowcast, a product to rival home-selling software created by the National Association of Realtors. Nowcast ...
Article in Sales & Sales Management

Attaining sales success is far simpler if you can build rapport successfully with clients. Sales relationships that lack rapport are weak foundations for producing a sale. You can ...
Article in Sales & Sales Management

Many retailers are looking to maximize profits by opening on Thanksgiving or extending Black Friday for an extra day or two. Not to be outdone, Walmart is opening on Thanksgiving ...
Article in Sales & Sales Management

Repeat customers are a valuable asset for a business. Because it is more expensive to secure a new customer than to find a new one, effective customer retention can lower your ...
Article in Sales & Sales Management

Many consumers are planning to focus their holiday shopping sprees close to home in 2014, according to recent research. This trend is good news for small business owners, many of ...
Article in Sales & Sales Management

When tablets first appeared on the market, sales were explosive. However, tablet sales have been on a sharp decline since the last quarter of 2013. Industry experts point to a ...
Article in Sales & Sales Management

Providing customer service through social media websites such as Twitter and Facebook does more than just solve customer complaints. This tactic builds relationships with ...
Article in Sales & Sales Management

Started as an initiative promoted by American Express in 2010, Small Business Saturday has caught the imagination of small business owners and those who love their communities all ...
Article in Sales & Sales Management

Negotiation is an unavoidable part of a professional job. Whether you're tackling salary negotiations during a job search or striking a deal with a new client, excellent ...
Article in Sales & Sales Management

Email marketing can be a valuable part of a promotional portfolio. Many companies, however, approach the process haphazardly, not strategically. By investing in marketing tools ...
Article in Sales & Sales Management

For sales professionals, local clients can be a valuable asset. Their proximity enables closer and more familiar relationships, and the potential for references is high. By ...
Article in Sales & Sales Management

Businesses of all kinds compete for sales on a daily basis, and customer loyalty is highly desired because it leads to greater, consistent profits. However, many businesses ...
Article in Sales & Sales Management

A number of industries in the United States show signs of slow growth as of October 2014, according to a report by a prominent financial analysis firm. The report spotlights the ...
Article in Sales & Sales Management

How can sales teams more effectively engage with clients in order to maximize sales? The answer could involve learning lessons from customer service representatives. By improving ...
Article in Sales & Sales Management

Cold calls are a mainstay of a typical sales day. When done well, they can win new clients and bring in big commissions. Done poorly, they are uncomfortable for everyone involved. ...
Article in Sales & Sales Management

Is your sales process as efficient as it could be? It is very easy to allow the process to take up the majority of your time and energy, leaving not enough time for selling. If ...
Article in Sales & Sales Management

Sales trends and trends in sales careers change rather frequently. However, companies can prepare for changes in trends and can transition smoothly depending on how drastic the ...
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At some point in your career as a sales professional, you are likely to come across the concept of specialization. Before you drop your position as a generalist and move into a ...
Article in Sales & Sales Management

Think about how easy business would be if you didn't have to deal with the demands of customer service. You could have a hassle-free work day and might look forward to arriving at ...
Article in Sales & Sales Management

It can be difficult for retail consultants to find the best way to approach a customer. New consultants especially may have a hard time finding an approach that’s welcoming ...
Article in Sales & Sales Management

For sales professionals, multitasking at work is commonplace — and necessary. In the fast-paced professional world, people who cannot act quickly often get left behind. When ...
Article in Sales & Sales Management

Winning a government contract can be great for business. These contracts are especially lucrative for smaller companies, assuming that smaller businesses can get in on the same ...
Article in Sales & Sales Management

People with high emotional intelligence are able to regulate their emotions and relate to others harmoniously for beneficial outcomes. Without emotionally sharp employees, a ...
Article in Sales & Sales Management

When salespeople are forced to use sales scripts, all too often they fall into the trap of delivering a one-sided speech rather than engaging in normal conversation with a give ...
Article in Sales & Sales Management

Criticism is difficult for most people to accept. The type of criticism a person receives is an important factor in the actions taken to change the behavior. Helpful criticism ...
Article in Sales & Sales Management

For sales professionals, business gatekeepers are a constant concern. They stand as the first line of defense, protecting crucial decision-makers from unwanted advances. By ...
Article in Sales & Sales Management

Sales can slow down for a variety of reasons, from seasonal demand fluctuations to tough economic times. Most sales professionals cannot afford to lose sales when clients stop ...
Article in Sales & Sales Management

Even though consumer confidence has risen recently, home sales are still in a slump. If the downward trend in home values continues, consumer confidence could be dented.Home sales ...
Article in Sales & Sales Management

Communication is easily one of the most valuable skills for a salesperson. Sales scripts are becoming more and more important as the atmosphere of retail and sales changes. Given ...
Article in Sales & Sales Management

McDonald's sales declined sharply in August 2014 because of supplier controversies in China, marking the worst monthly sales figures for the fast food giant since February 2003. ...
Article in Sales & Sales Management

Reducing stress in the workplace increases your productivity, and it can help you increase your sales. If you are able to stay organized, keep a detailed calendar and keep track ...
Article in Sales & Sales Management

Many companies make the decision to cut sales representatives from their team first when making budget cuts. The decision to lay off sales representatives is a common choice, but ...
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Salesforce is a leader in cloud-based services, tools and applications for companies of all sizes, partially because of its 2010 venture into the lucrative world of networking. ...
Article in Sales & Sales Management

A commission-based job can be a great opportunity to increase your earning potential - but only if you have what it takes to succeed in this kind of role. Not everyone is cut out ...
Article in Sales & Sales Management

Some people are born to sell, while most others have to really work to develop the necessary skills and competencies to succeed. Whether born or made, a great salesperson needs to ...
Article in Sales & Sales Management

The U.S. economy may be slowly recovering, but home sales are still lagging according to reports from Bloomberg and The Wall Street Journal. A series of lower-than-expected sales ...
Article in Sales & Sales Management

Many professionals are familiar with the 80/20 rule — also known as the Pareto principle — that claims that 80 percent of productivity comes from just 20 percent of ...
Article in Sales & Sales Management

In the rapidly changing marketplace, salespeople who stick to tried-and-true sales methods and techniques are likely to find themselves wondering where all their buyers went. ...
Article in Sales & Sales Management

The idea of cold calling a complete stranger to pitch a sales idea is enough to terrify most people. For the modern salesperson, it's all in a day's work. It takes bravery and a ...
Article in Sales & Sales Management

A memorable sales process is important to your overall career as a successful salesperson. Creating notable presentations helps you stand out from the crowd and make a real ...
Article in Sales & Sales Management

Trade shows and expos are necessary for businesses of all sizes to stay visible and competitive in their respective industries. However, with so many different displays and events ...
Article in Sales & Sales Management

When pitching products or services to potential clients, you will face objections. For a variety of reasons you will encounter hesitant buyers, and to make the sale, you will have ...
Article in Sales & Sales Management

Sales professionals get promoted and make career transitions just like everyone else. Sometimes, they take their sales accounts with them; other times, the company needs to be ...
Article in Sales & Sales Management

In the world of sales, there are ups and downs. While some buyers place orders like clockwork, others operate on their own steady schedules, which isn't always ideal for you. A ...
Article in Sales & Sales Management

Cultivating lasting, authentic business relationships is integral to success in sales. Sales methods keep evolving, but genuine sales relationships and their upkeep will always be ...
Article in Sales & Sales Management

Sales is the driving force behind any business. You are either selling a product or a service. Even as technology becomes more advanced, sales remains all about the personal ...
Article in Sales & Sales Management

Once past the rookie stage, most sales reps understand the importance of knowing their products, being prepared, communicating clearly with clients and closing the sale. After ...
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You don't have to be in sales to learn about sales tactics. You know what sales approaches you respond best to based on your own customer service experiences. Likewise, you ...
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Oracle has announced that it is buying TOA Technologies, a company of 500 employees that makes software for companies that focus on providing field service. Although this move can ...
Article in Sales & Sales Management

Strong networking is the foundation of a solid business practice. Market share is directly correlated with the efforts put into advertising and networking. While several platforms ...
Article in Sales & Sales Management

It's not easy to stand in front of a skeptical audience and speak intelligently about a product's benefits and features. But that is exactly what a good product demo is: selling ...
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In the business world, customers are key to a successful business. The broader focus of customer recruitment and retention comes from two major departments: sales and marketing. ...
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Home sales rose strongly during the first few months of 2014, with the number of sales hitting a six-month high in May. Economic experts say that the increasing pace of home sales ...
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Versatile sales professionals are able to bring their natural selling skills to nearly any type of sales job. Whether they are getting their start working in an outgoing call ...
Article in Sales & Sales Management

The role of the sales professional is unique, and so are the sales skills needed for success. Although salespeople usually are employees working on behalf of their employers, ...
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Like a roller coaster, the housing market goes up and down, fluctuating depending on the economy and other factors, such as wages and supply and demand. According to the National ...
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A new study by Glassdoor indicates that 68 percent of sales professionals plan to start looking for a new job within the next year. When working sales professionals begin looking ...
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Selling is an art, and even seasoned sales professionals occasionally make mistakes that cost them a sale. If you are new to the sales profession, it is easy to become discouraged ...
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Mechanical problems forcing recalls plagued GM during the first two quarters of 2014. By July, the company had recalled almost 26 million cars in the United States alone. Despite ...
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Signing up for a sales career means joining a career field that is unlikely to ever go away. After all, as long as there are products and services to sell, businesses need ...
Article in Sales & Sales Management

As technology develops and changes the business practices, sales professionals must also adapt or be left behind. By keeping pace with changing devices and changing customer ...
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In a typical workday, sales representatives may encounter all types of obstacles that can block a sale. The secret to being a successful salesperson is to learn how to avoid the ...
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Sometimes just seeing the name of one of your tough clients on your call sheet can ruin your day at work. Every salesperson has stories about difficult customers who make ...
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Feel mentally stuck in a sales career while you long to venture into more exciting, uncharted work territory? Fortunately, you are not the sum of your work history. In today's ...
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Understanding the difference between selling a product and selling an idea or service is a powerful way to stand out among the competition. While there are a broad range of sales ...
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The economy runs on sales, so sales jobs are always an important segment of the overall job market. However, finding individual jobs in sales is sometimes difficult. To launch a ...
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For a sales professional, it is frustrating when a promising sales prospect suddenly goes cold. He may stop responding to emails or refuse to pick up the phone. By planning your ...
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Judging from current trends, there has never been a better time for salespeople to find jobs. According to USA Today, the recovering U.S. economy has lead various industries to ...
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Conferences present valuable opportunities to build your professional network—but only if you follow up. Though it can be challenging to take on a stack of business cards ...
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When you think about salespeople, perhaps images of real-estate agents, department-store clerks and trade-show hosts come to mind. Most of today's sales workforce, however, ...
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Sales are the lifeblood of your business. As a salesperson, it is your challenge to overcome rejections and setbacks to build and keep your sales momentum going. If you are just ...
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When you take a job in sales, you have a responsibility to make as many sales as possible. Many people attempt to increase sales by selling to friends. They assume that their ...
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For a sales professional, a successful sales strategy is a key component of success. When your team is missing targets or wasting time on leads that go nowhere, a sales coach can ...
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Striving to achieve high sales every day can be draining for sales representatives. Motivating them to do well enriches sales performance and attracts positive results. The ...
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The number of pending home sales in the United States rose considerably in March 2014, leading many to hope that the housing market is finally on the road to recovery. The March ...
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For sales managers, sales metrics are a crucial strategic tool. They point out weak spots and potential growth areas, so you can better direct and train your sales team. When you ...
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Without a results-driven sales team in place, your company simply cannot reach its full potential. While several factors contribute to the overall health of a successful business, ...
Article in Sales & Sales Management

At the end of 2013 and the beginning of 2014, auto sales in the United States were sluggish. In April, however, the numbers began to pick up, indicating that the automotive ...
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Some people are just born to sell. Sales requires a number of skills, including the ability to build rapport with strangers, persuade people to see your point of view and overcome ...
Article in Sales & Sales Management

In the era of online meetings and tight budgets, sales professionals are no longer packing up and heading out on the road for sales trips; instead, they're firing up a smartphone ...
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Electric car manufacturer Tesla is having trouble selling its cars in New Jersey. In March 2014, the state banned Tesla sales directly to consumers, stating that Tesla needed to ...
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If you are interested in getting into sales, do not jump in blindly. Unlike many other jobs, a sales job requires passion and a love for what you do every day to succeed and make ...
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Turning visitors into customers is at the heart of the sales industry. Whether you're working in public-facing retail or inside sales, the imperative to increase sales volume is ...
Article in Sales & Sales Management

Savvy marketers know they cannot use the same sales techniques year after year. Although some sales methods, such as direct mail campaigns, are perennially successful, sales and ...
Article in Sales & Sales Management

Sales positions offer workers a host of diverse benefits, including stable pay and a comfortable working environment. With sales job competition at an all-time high, however, you ...
Article in Sales & Sales Management

You're probably already familiar with the concept of the elevator pitch: the short summary of a project, a product or a plan that you can theoretically deliver in the time it ...
Article in Sales & Sales Management

For professionals in the sales industry, lead generation is a constant challenge. In most cases, business growth depends on it. By finding new ways to locate and qualify sales ...
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In the digital age, consumers are no longer satisfied with sales methods that focus solely on pushing the product or service onto them. However, salespeople can increase sales by ...
Article in Sales & Sales Management

Many people are attracted to telemarketing jobs by the promises of big commission payouts, flexible scheduling and the ability to work from home. The combination of the right ...
Article in Sales & Sales Management

Whether your company is a multimillion-dollar global corporation or a local start-up with 20 employees, you recognize the importance of a healthy sales team. Many companies put ...
Article in Sales & Sales Management

Everyone, at some point in their lives, utilizes some form of sales skill. Developing those skills can make the difference between an average salesperson and a highly skilled ...
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A sales manager job is a leadership role in which you lead a sales force and help it reach quotas or goals each month. As a sales manager, you will also delegate tasks, hire and ...
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Annually since 1917, members of the Girl Scouts of America (GSUSA) sell a wide variety of cookies from February through April. The cookie sales are the largest fundraiser for ...
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The home sales trend for 2014 has shown a marked improvement over sales from the same period in 2013. According to the Christian Science Monitor, the number of foreclosures in ...
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To succeed as a sales engineer, you need good people skills in addition to your degree. Because of the mix of requirements for this type of engineer job, it’s not always ...
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In the business world, it's common knowledge that it's cheaper to retain a current customer than it is to bring in a new customer. For sales professionals, however, it can be ...
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If you have the right combination of engineering experience and sales savvy, getting a job as a sales engineer may be a great option for you. Sales engineers have thorough ...
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If you're leading a team of inside sales professionals, chances are you have tales to share about how challenging this role can be. The job of inside sales itself is tough. It ...
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Your sales copy or sales message is the text you use to explain why prospective clients should consider investing in you, your product, or your company, and it plays an important ...
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Sales goals offer many benefits, helping direct employees' energies and acting as measuring sticks that tell the company how well it's doing. Upper management, however, can have a ...
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In December of 2013, the sales automation company Velocify released a study about the migration to inside sales in the United States. For businesses contemplating a sales ...
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Market research is designed to help your business grow by identifying the size of the market for your product or services, who the consumers in that market are, and the best ways ...
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For sales professionals, closing a sale can be a tricky process. Instead of making claims and promoting your product or service, take time to listen to the client. When you ask ...
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Customer referrals are the lifeblood of many sales-based businesses. Sales representatives often understand how to get referrals, but they may not fully understand how to make it ...
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Salespeople need to be enthusiastic, personable, and compelling to excel at their jobs, but even professionals need guidance on maintaining an upbeat attitude in the face of ...
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Social media is a popular tool for reaching out to current and potential sales clients. Marketing on Twitter isn't as straightforward as many other online advertising methods. It ...
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For many people, selling from home sounds like the perfect job. Though a home office may be more comfortable and more convenient, it can also present distractions that prevent you ...
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Even though sales professionals are constantly trying to refine their sales techniques, the power of silence is often overlooked. From the initial contact with the client to ...
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For salespeople, the pitch is only the start of a long-term client relationship; to maintain it, you must work hard to keep the client coming back for more. If you're looking for ...
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You can only lower prices so far, and despite your best efforts, you can only do so much to impress your customers. Sometimes, it's the little things that help an organization ...
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If you're applying for several sales jobs, you may be tempted to spend more time focusing on your resume than practicing your interviewing skills. Although your resume is ...
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When it comes to sales, the perfect pitch gets to the heart of the client's needs. To craft a powerful, personal pitch, you must ask the right sales questions. By improving your ...
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Using the right sales tactics on the right prospects is the key to making more money in the sales industry. Many sales professionals follow traditional sales tips when crafting ...
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Researcher Steve W. Martin has conducted a revolutionary new study into the reigning sales philosophy of hundreds of the world's most successful companies. By interviewing senior ...
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In the fast-paced, competitive sales industry, jargon is impossible to ignore. Salespeople use insider terms to communicate with one another. When it comes to dealing with ...
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New technology continues to drives sales in a variety of markets. Sales professionals are often tasked with keeping up with these new methods of reaching out and interacting with ...
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Are your resume writing skills up to par, or do you feel like you need resume help? If you feel like you need a little bit of resume help, you aren't alone. The sales industry has ...
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Your personality can have a dramatic effect on who will buy from you and why. Recognizing your sales personality and how it affects others can give you a competitive advantage as ...
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With many companies putting a freeze on hiring and some downsizing, it's a refreshing change to hear about businesses adding to their ranks. Recently, Forbes reported on the ten ...
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A career in sales is more difficult than it sounds, particularly when your income is based on how much you sell. For some people, the stress and uncertainty are too much to bear; ...
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Identifying your target audience is one of the most important steps in selling technology products. If you do not know what your audience wants, you will have a hard time ...
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For many, 2013 turned out to be a pretty rough year. The sluggish economy put off well-deserved promotions. Raises were miniscule, if any.  Bonuses were virtually ...
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Think of the kind of people you like to do business with.  Chances are, they are friendly, likable, approachable people.  People who make you feel important.  ...
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If you think about it, a job interview is a lot like a sales meeting.  You do have something to sell—you! Your resume is your sales brochure, complete with product ...
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You finally landed your first real job out of college. You’re now on the career starting block and ready for that first year sprint. All eyes will be on you to see how you ...
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Sparkle.  Sizzle.  Personality-Plus.  Employers are looking for people who stand out from the crowd.  Who have enthusiasm and confidence usually found in ...
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You paid your dues, worked hard, moved up the ladder. Slipped down a few times. But now it’s different. You’re off the ladder. Outplaced by a cash-strapped company ...
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The troubled launch of the government's healthcare website has been in the headlines numerous times, and this criticism in national publications hasn't helped improve the public ...
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When economies falter, sales of luxury goods and big-ticket items are often the first to suffer. The auto industry includes a variety of price points—not everyone can afford ...
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Search engine optimization, or SEO, is a set of techniques used to make a website rank higher in the search engine results for your chosen keywords. When it comes to SEO, products ...
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You recently graduated and finally landed a sales job. Your experience thus far has been summer and part time jobs on the retail sales floor. Now you’re in the big leagues, ...
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Keeping up to date with the latest technology can give sales professionals a competitive edge in today's modern marketplace. Applications and software can help you increase sales ...
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It all started when you made a killing at your school’s bake sale. You were 11 years old and you sold more cupcakes than any other kid. Your mom and teachers told you you ...
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Would you like to be a superstar on the sales team?   Who wouldn’t?  If you are, you’re in good, but relatively small company compared to the rest of ...
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Strong copy is a must for making sales, but many sales professionals struggle to write attention-getting headlines and sales letters. If your sales strategy includes written ...
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Performance reviews come with rating systems, usually a five-point scale, with five being exceptional or excellent. The top score is hard to obtain and maintain. It’s even ...
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If you’ve been outplaced or laid off and have been looking for work for some time, the odds are increasingly being stacked against you. In this jobless economy, employers ...
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Modern consumers are faced with a barrage of sales pitches and advertisements on a daily basis. As a result, they have learned to be on alert for phrases that indicate ...
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Let’s be honest. Interviews are tough. It’s almost impossible to predict what an employer is looking for and whether you’re going to be the right candidate for ...
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You’ve read about it in the news, maybe experienced it first hand as a liberal arts grad—your psyche or English degree is practically worthless in today’s tech ...
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As those seeking to move up in sales have painfully learned, it’s a hard, highly competitive world out there. College degrees and seniority don’t count for much any ...
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Do you get nervous or draw a blank in a job interview? It can be difficult trying to answer prompts like, "Tell me about a weakness and what you’ve done to overcome ...
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A government standoff in October 2013 led to a partial shutdown as the houses of Congress and congressional leaders failed to come to terms on budgetary issues. This led to a ...
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Professional salespeople know that staying ahead of market trends and movements is one of the keys to success in this highly competitive field. Sales jobs tend to crop up in ...
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Building relationships is one of the most important things you can do to make sales. Advertising your company's products is also a great way to let people know about what you have ...
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If you’ve been working as a sales associate to make ends meet in this down economy, there are things you can do to turn your job into a sales career. It won’t be easy ...
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A career in sales takes a certain skill set, confidence, perseverance, and the ability to form quick relationships. You’ve got to be a great networker; meet as many people ...
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Sales representative jobs are well buffered against an unpredictable economy. Indeed, it's when demand is slack that sales representative jobs are most needed. All the same, ...
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Slashing the price of a product is just one way to get people to call or visit your store. Other selling techniques will also help you generate interest and make sales, however. ...
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If you’re a recent grad who went from unemployed to underemployed, there’s good news and bad news.The good news is, you’re bringing home a paycheck from your job ...
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If you could take some classes in your field from Harvard, or Yale, or MIT, would they look good on your resume?  That’s a definite yes, depending on your career ...
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If you’re trying to sell your car, you wouldn’t go into detail about how thousands of the same models had been recalled. You’d try to think of all the reasons ...
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Successful sales professionals know that what a product or service does is important. Features of a product or service provide a checklist for a customer. Does it fill this need? ...
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If you're looking for a new way to use your sales skills and experience, be careful when applying for certain job opportunities. Some scammers are looking for people to use ...
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If you’re a recent grad and still looking for work, you may have come to the sobering realization that the rules have changed. In today’s tough job market, you have to ...
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If you are thinking about a career in sales, you may want to take a look at your current desk or work space. Does it have a place for everything with everything in its place? Do ...
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Networking is a powerful tool in the belt of any sales professional. Over time, sales professionals build up an exceptional sales network, providing contacts who either supply ...
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If professional success continues to elude you, if you never seem to quite make it to the top, you may be falling victim to your comfort zone. It’s human nature. Most ...
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If you’re a recent MBA, marketing or economics grad and eager to launch your sales career, you’ve no doubt been told that it’s fiercely competitive. In this ...
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With the holiday season approaching, it's a great time to make strategic moves to further your sales career. Looking at recent small business hiring trends can help you determine ...
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What’s your personal brand? Are you your own best cheerleader? These are two characteristics of successful entrepreneurs from Gallup’s CEO Joe Clifton’s book, ...
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As a salesperson on the front lines, you will likely come up with many ways the company can operate better. Though your company may have a suggestion box, convincing your employer ...
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When a billionaire speaks, people take notice, and it doesn't matter whether it's an offhand Twitter comment or a sales presentation. Elon Musk, however, has taken the art of ...
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If you want to be a doctor, lawyer, engineer, nuclear scientist—just about any profession today--you’ll have to go to college and get several degrees.   At ...
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The Inspired Telemarketing blog notes that even the worst salesperson will close at least one deal if that person makes enough cold calls. The reverse of that little bit of wisdom ...
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It sometimes happens. You’re told by a recruiter or HR manager that the choice for the plum job you applied for is now down to just two people—you and another equally ...
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There are lots of reasons for leaving a job.  The best reason is getting a better one.  Who could blame you for taking advantage of a better opportunity?Some workplaces ...
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Achieving sales quotas is part of the fun of being a salesperson. In addition to the financial rewards, meeting your sales goals can provide a sense of accomplishment and likely ...
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Can’t land a job? Even after sending out hundreds of resumes? Turns out, it’s your fault and it isn’t your fault.Internationally known HR thought-leader, ...
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Scan the magazines at the grocery checkout and you can’t miss these headlines:  A diet that lets you eat pizza, French fries and ice cream and still lose weight.  ...
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Okay, you’re pretty good in some sales situations, not so good in others. You’ve read enough sales books and “people” books to know you’re on the ...
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Today's sales jobs are very different from the sales jobs available in the 1800s and 1900s. Even though several countries had informal sales networks by the 1800s, the United ...
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Here’s what they can’t or didn’t teach you in B School. Sales lessons borne out of survival, out of the need to feed. Sales techniques from individuals ...
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When should you shake a customer’s hand?  How long should you make eye contact?  These questions may seem elementary, but the answers can be complex.  What ...
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Buying and selling occurs in a fairly predictable cycle, so some business owners rein in their spending at certain times of the year. This causes the ups and downs you will ...
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You've finally been promoted to manager, and you’ve been assigned a project that requires a team approach. Trouble is, you’re not used to working with a team. ...
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Just about every job search takes the same process.  Search job openings.  Network as much as possible wherever you are (you never know who you’ll meet at the dog ...
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One of the components of today’s middle and high school education is choosing a career pathway.  Beginning with 6th grade, children are encouraged to consider what kind ...
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Too many people work hard not smart. It’s a cliché but it’s true. We run out of gas soon after the lunch break and our productivity goes south. When that ...
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Sales conferences provide a break from the daily grind, whisk you away to an exotic location, meet some new people, hear some speakers and have a lot of fun. How can you make the ...
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Landing a sales job when you have little or no sales experience can be tough, but not impossible. Companies are always looking for talented salespeople, so consider the resume and ...
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You were sinking in a mountain of college debt and tired of living with mom and dad. You sent out a ton of resumes, took that interview and accepted the job. Hey, a job’s a ...
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Whether you're using business networking to land a new sales job or create buzz around an upcoming product, weak ties may be more beneficial than close ties. Reaching outside your ...
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Who would have thought that you could be successful in sales by insulting your customer?  A company produced an entire line of products, and then called anyone who bought the ...
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Recent graduates often need to find a job quickly to cover expenses and help pay off their college debt. If you're a recent graduate looking for a job as a sales professional, be ...
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If you’re a woman in your 50s looking for a job in this economy, prepare for an uphill battle. Employers don’t care that you raised two or three kids, paid for your ...
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A career in sales today is one without limitations.  In the past, salespeople were locked into physical sales territories, bounded by state lines or counties or zip ...
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If you’re an out of work Boomer looking to “get back in the game,” you’ll need to update and shorten your resume, polish your cover letter and practice ...
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If you're like other sales professionals, you probably read a variety of sales tips that are designed to help you develop a successful sales strategy. While many sales tips are ...
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What if you had a sales technique or pitch that never failed?  A process that always ended up in a signed contract?  There is nothing quite as satisfying as a sure ...
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“Get thee to a nunnery,” may have been uttered by Hamlet in desperation, but spending time in a Trappist Monastery was a real escape for August Turak, the CEO of a ...
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If you’re a boomer (over 50) looking for a sales job, you’ll have to come to grips with the fact that most employees you’ll be working with will be younger than ...
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They say that if you want to be successful, you should find a successful person and learn everything you can about what made them successful. That’s just what Bill Murphy, ...
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You’re over 50 and have been out of work for over 99 weeks. Many employers regard you as washed out, over the hill, essentially unemployable. You’re at the end of ...
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Most salespeople focus on converting prospects into customers or selling more to existing customers. If you want to understand how the economy affects the industry, you must also ...
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Asking relevant interview questions can help you demonstrate your interest in a sales job and give you an edge over other candidates interviewing for the same position. It also ...
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You worked hard and paid your dues, but you’ve been recently “outplaced.” Trouble is, you’re too young for retirement and too old for many employers who ...
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You just graduated with a B.A. or M.B.A. from a good "B school" and you’re ready to launch your sales career. But do you have the communications skill-set you ...
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The first rule of sales is to get to know your customer. Until you know your customer’s business, products and services, needs, fears, challenges and goals, you really ...
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Sales professionals must keep an eye on changing trends in the field, as technology and social trends have a big impact on sales success. Social media marketing is just one ...
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Although many salespeople are able to succeed without resorting to high-pressure sales tactics, others use pressure as a way to get customers to buy. Because many customers now ...
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You just got your sheepskin and you sent out a ton of resumes. But instead of the phone ringing with calls for interviews, it’s the sound of crickets at sundown. Or maybe ...
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College recruiters have a tougher job selling a traditional education with the cost of college going through the roof. Parents and students still want the best for their money, ...
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Starbucks is certainly seen as a sales innovator. Who would have thought by offering coffee from exotic places around the globe, adding some flavorings and giving the brewed ...
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Many lists of selling tips focus on things like listening to your customers and preparing for sales pitches, but the lists fall short when it comes to providing useful tips about ...
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You just got your degree in marketing and you did a few sales internships during those summers you didn’t spend in Maui or Europe. Now you’re ready for that first big ...
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The networking event at the Chamber of Commerce was packed with prospects. The music, food and venue were perfect for meeting new people and seeing old friends. You collected a ...
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As a recent grad, you want to put that degree and your limited sales experience to work. You want to get in and get on the fast track in sales. You’re not alone. The ...
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A sales professional in a technical or complex niche often closes the deal based on experience and knowledge. Experts providing sales training teach professionals to educate ...
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Whether you are selling products or promoting your company's services, chances are good that potential customers will tell you "no" at least a few times per week. ...
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You can do the sales dance all day long—with flipcharts, astounding specs and discounts up the kazoo. But if you lack the right closing skills, you can kiss the sale ...
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There’s a lot of talk about how social media can improve sales, but until now there hasn’t been the data to back it up. Jim Keenan, a social science specialist, is ...
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 The Marketplace Fairness Act was written in an attempt to make it easier for states to collect taxes from out-of-state online retailers. At the moment, online retailers need ...
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If you need a new car, there are many ways to go about finding and buying one. You can take the traditional route, go to a car dealership and buy a brand new car off the lot. But ...

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